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Selling in a Crisis
55 Ways to Stay Motivated and Increase Sales in Volatile Times
Series: Jeb Blount
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Selling in a Crisis
$5199
Unit price
/
Unavailable
Book Hero Magic created this recommendation. While it's new and still learning, it may not be perfect - your feedback is welcome! IS THIS YOUR NEXT READ?
Book Hero Magic formatted this description to make it easier to read. While it's new and
still learning, it may not be perfect - your
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Description
Find the motivation and confidence to stay on top when everything hits the fan
In volatile times, it is hard to sell. It seems like every company is on a spending freeze, cutting back, or pushing off making decisions. Buyers become scarce and the competition for the few that are still buying is fierce. People don’t want to meet with you, objections are harsher, customers cancel orders and contracts on a whim, and pressure you for price decreases.
Yet, you are still under the same pressure to make your sales number. If you don't, your income will take a hit. Don’t even mention the 401(k) that you are afraid to look at with the markets in free fall. In this situation, it’s natural to feel stressed out and demotivated. In Selling in a Crisis, the world’s most sought-after sales trainer, Jeb Blount, delivers an essential blueprint for staying motivated, keeping your pipeline full, increasing sales, retaining your customers, and advancing your career in times of uncertainty and change.
In his classic, no-nonsense style, Jeb gives you 55 easy-to-consume tips, techniques, and tactics that are time-tested and proven to help you stay on top when everything and everyone else is down. You’ll also discover:
- The real secrets to selling more in a crisis
- The difference between rainmakers and rain barrels and how to find opportunity in adversity
- Why you must stop swimming naked and put your bathing suit on
- Why you don’t get into buckets with crabs
- How to be a RIGHT NOW sales professional
- 7 Steps of Effective Prospecting Sequences and how to be professionally persistent
- How to adjust sales messaging to meet the moment
- The sales secrets of frogs, squirrels, and horses
- Sutton’s Law and why you must go where the money is
- Why you need more than charm and a great personality to close sales in a crisis
- The five questions you must answer in the affirmative for every stakeholder
- How to handle buying commitment objections in a crisis
- How to protect your turf from competitors and your profits from price decreases
- Five ways to protect and advance your career
- How to be bold and always trust your cape
- And so much more . . .
Jon Kabat-Zinn once said, "You can't stop the waves, but you can learn to surf." This is exactly what you’ll learn to do in this indispensable guide for sales professionals who are navigating the rough seas of volatility. With each chapter, you will find the motivation, inspiration, and confidence to rise above the negativity, catch your wave, and take control of your life, career, mindset, and income.
Series: Jeb Blount
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Objections
There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get...Hardback$5499Unit price /UnavailableAvailableShips in 3-4 weeks -
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Selling in a Crisis
Find the motivation and confidence to stay on top when everything hits the fan In volatile times, it is hard to sell. It seems like every company is on a spending freeze, cutting back, or pushing off making decisions. Buyers become scarce and the competition for the few that are still buying is fierce. People don’t want to meet with...Hardback$5199Unit price /UnavailableAvailableShips in 3-4 weeks -
Selling the Price Increase
A practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B enterprises: price increases The payoff for implementing price increases without losing customers is massive! Effective price increase campaigns are far more effective at boosting topline revenue and generating profits than acquiring new customers. The problem is that price increase initiatives—whether broad-based or targeted to...Hardback$5499Unit price /UnavailableAvailableShips in 3-4 weeks -
The AI Edge
Upgrade your sales process by plugging into the new power of artificial intelligence In today's cutthroat sales world, where sales professionals are constantly juggling multiple responsibilities and navigating a sea of relentless competitors, everyone is looking for an edge. What if that edge is found in a tool powerful enough to give you more time in your sales day, accelerate...Hardback$5699Unit price /UnavailableAvailableShips in 3-4 weeks -
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Remote learning has been around since the 18th century. Caleb Phillips began advertising correspondence courses in the Boston Gazette in 1728, allowing people, for the first time, to learn new skills no matter where they lived. For the past 300 years, virtual training, in its various formats, has been meandering into shore on an inevitable yet slow-building tide. And then,...Hardback$5199Unit price /UnavailableAvailableShips in 3-4 weeks -
Fanatical Prospecting
Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold, Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is that the number one reason for failure in sales...Hardback$5000Elsewhere:$5499Unit price /UnavailableAvailableShips in 3-4 weeks -
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And just like that, everything changed . . . A global pandemic. Panic. Social distancing. Working from home. In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling. To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers. Overnight, virtual...Hardback$5199Unit price /UnavailableAvailableShips in 3-4 weeks
Book Details
INFORMATION
ISBN: 9781394162352
Publisher: John Wiley & Sons Inc
Format: Hardback
Date Published: 31 October 2022
Country: United States
Imprint: John Wiley & Sons Inc
Audience: General / adult
DIMENSIONS
Spine width: 31.0mm
Width: 147.0mm
Height: 218.0mm
Weight: 386g
Pages: 256
About the Author
JEB BLOUNT is an acclaimed trainer and international bestselling author of fourteen books, including, Virtual Training, Virtual Selling, Fanatical Prospecting, Sales EQ, People Follow You, and Inked. Through his global training organization Sales Gravy, Jeb and his team help companies of all sizes accelerate sales productivity and revenue growth fast.
Also by Jeb Blount
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INKED
Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal. Each year, sales professionals leave billions of dollars on the table because they are outgunned, outmanoeuvred, and outplayed by savvy buyers who have been schooled in the art and science of negotiation. Because today’s buyers have more power than ever before—more information, more at stake, and...Hardback$6800Unit price /UnavailableAvailableShips in 2-3 weeks -
Objections
There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get...Hardback$5499Unit price /UnavailableAvailableShips in 3-4 weeks -
People Buy You
The ultimate guide to relationships, influence, and persuasion in 21st century business. What is most important to your success as a sales or business professional? Is it education, experience, product knowledge, job title, territory, or business dress? Is it your company's reputation, product, price, marketing collateral, delivery lead times, in-stock ratios, service guarantees, management strength, or warehouse location? Is it...Hardback$6200Unit price /UnavailableAvailableShips in 2-3 weeks -
Sales EQ
The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have...Hardback$5499Unit price /UnavailableAvailableShips in 3-4 weeks -
Selling the Price Increase
A practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B enterprises: price increases The payoff for implementing price increases without losing customers is massive! Effective price increase campaigns are far more effective at boosting topline revenue and generating profits than acquiring new customers. The problem is that price increase initiatives—whether broad-based or targeted to...Hardback$5499Unit price /UnavailableAvailableShips in 3-4 weeks -
The AI Edge
Upgrade your sales process by plugging into the new power of artificial intelligence In today's cutthroat sales world, where sales professionals are constantly juggling multiple responsibilities and navigating a sea of relentless competitors, everyone is looking for an edge. What if that edge is found in a tool powerful enough to give you more time in your sales day, accelerate...Hardback$5699Unit price /UnavailableAvailableShips in 3-4 weeks -
Virtual Training
Remote learning has been around since the 18th century. Caleb Phillips began advertising correspondence courses in the Boston Gazette in 1728, allowing people, for the first time, to learn new skills no matter where they lived. For the past 300 years, virtual training, in its various formats, has been meandering into shore on an inevitable yet slow-building tide. And then,...Hardback$5199Unit price /UnavailableAvailableShips in 3-4 weeks -
The LinkedIn Edge
Combine LinkedIn and AI to multiply your selling potential LinkedIn, the premier platform for professionals worldwide, is a powerful digital sales tool. With LinkedIn, sales professionals can target potential clients with unprecedented precision, utilizing detailed search capabilities that filter by industry, job title, and social proximity. This makes sales outreach more personal and effective. In The LinkedIn Edge, best-selling author...Hardback$5299Unit price /UnavailableAvailableShips in 3-4 weeks -
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Virtual Selling
And just like that, everything changed . . . A global pandemic. Panic. Social distancing. Working from home. In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling. To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers. Overnight, virtual...Hardback$5199Unit price /UnavailableAvailableShips in 3-4 weeks
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